Lean Process Leader Articles
Back in 1996, after 20 years in industry, I was tired of working sixty hours per week as a salesman and sales manager for people who cared if I made my number, but couldn't assess the odds I faced or if I was doing a good a job.
The worst part was when my employers kept throwing roadblocks in the way of their own success. Anyone who has attempted to change a sales force from selling "products" to selling "solutions" knows the kind of things I'm talking about.
“Sales Process Excellence” by Michael Webb Receives Shingo Research and Professional Publication Award
Contribution to new knowledge and understanding of operational excellence
Michael Webb has articulated the why and how of continuous improvement in a context and with language and examples that will resonate for persons in sales and marketing. While the “market-in versus product-out” concept has been floating around in the lean world for many years, it has essentially been treated in the past as a footnote to lean manufacturing. Sales Process Excellence is directed squarely at sales and marketing and covers many more aspects of the selling process than previously seen. The author’s examples speak from personal experience and are very credible.
This groundbreaking book addresses a function that has not normally fallen into the lean or continuous improvement sphere. It gives a thorough explanation of how to use lean principles to improve the sales process, and uses a transformative approach and step-by-step process of the tools and systems that one would use to improve the sales process and makes them easily understandable for a non-lean practitioner. Each chapter presents a new tool that goes in-depth in providing the function of the tool as well as the effect it will have on the sales process.
Why Sales and Marketing Needs Operational Excellence – Four Principles That Make Sales Funnels Flow Faster
The term “sales process engineering” was defined nicely in a paper written by Dr. Paul Selden in 1994:
Sales process engineering is the systematic application of scientific and mathematical principles to achieve the practical goals of a sales process.
Engineering is practical. It applies whatever scientific knowledge is available and relevant to a given problem. In sales process, the problem is to get people in your target market to take actions you want them to take. Such actions could include giving you their attention, their information, their trust, and ultimately, their money.